1. Bridge Metrics
Chris May
Vice President Business Development
April 27, 2013
Value, Visibility, and Velocity for Marketing and Sales

2. 1
 Owned and operated by channel veterans
 Based in Dallas, Texas
 Flagship SaaS Application: Channel Avenue
– Purpose built for the channel!
– Drive Value, Visibility, and Velocity in channel sales
– Customers include vendors, resellers, & distributors
 Provider of Channel Marketing Programs
Meet Bridge Metrics

3. 2
A Few of our Customers
We’ve never lost one!
SaaS Only SaaS & Services

4. 3
The Infamous Pyramid / Go-to-market Slide
CA Programs
Fully baked
Let us do ALL the work!
Professional Services Team
Quick start training, system tuning, and there to
help implement your existing programs.
Channel Avenue SaaS Platform License
Campaign Management, Automation, Closed Loop Reporting

5. 4
Channel Avenue a Platform for Success
Digital Asset Management
Turn your supporting videos, white papers, collateral and more
into customized and personalized marketing assets on the fly
Channel Marketing Automation
Launch email campaigns directly from Channel Avenue, with
follow up email workflows triggered on time or behavior
Closed-Loop Lead Management
Take the leaks out of the lead management process, ensuring
leads are delivered to the right owner, are qualified adequately,
and provide full visibility into end users’ actions
Centralized Reporting
Track real-time campaign metrics
And do this all from the convenience
of your inbox – No logins required!
“Channel Avenue is the most
comprehensive platform I’ve
ever seen to manage ALL of my
in-direct sales & marketing
activities. The best part is my
sales reps love it!”
Regan Ogner, McAfee
Channel Avenue Is Utilized by More than 100 Vendors, 7800 Resellers, and 18,000 Sales
Personnel Globally to see their marketing, sales, and partnerships more clearly.

6. 5
How Our Customers Use Channel Avenue
Partner Enablement
Provide the sales and marketing tools
sales teams and channel partners need —
co-branded, personalized and delivered
directly to their inbox.
Demand Generation
Customized, integrated, multi-channel
demand generation programs to build
pipeline, accelerate lead conversion and
increase return on investment (ROI).
Partner Recruitment
Expand, maximize and enable
their channel sales organization.
Channel Marketing
Automation
Engage inbound leads, targeted lists or
prospects with customized campaigns.
Based on prospect behavior, continue to
nurture each lead until it is qualified.
Adding Value, Velocity & Visibility in the Channel Sales & Marketing Process
Closed Loop Lead
Tracking & Analytics

7. 6
Full- Service Channel Marketing Programs
Available for licensed Channel Avenue customers
Channel Marketing
Automation
Demand
Generation
Partner
Enablement

8. Our Solutions Are:
• Contact acquisition & validation
• Email marketing
• Landing page design & implementation
• Social media consulting and strategic planning
• Telemarketing services
Key Benefits
• Take advantage of working with a team with extensive channel sales and marketing
experience
• Generate qualified appointments, leads and event attendees to exponentially drive
your pipeline
• Create co-branded emails and landing pages that are customizable to your specific
business goals and key differentiating factors
• Capture key data points about current clients and prospects to best qualify and maintain
reliability in your database
• Track leads from inception to close
• Create solutions designed to be flexible and turn-key extensions of your marketing efforts
7
Demand Generation Programs
Opportunity Generation, Qualification & Nurturing Programs
Client Utilization
Program Overview
Bridge Metrics provides
customized, integrated,
multi-channel demand
generation programs to
help your partners build
pipeline, accelerate lead
conversion and ultimately
increase return on
investment (ROI). We work
with each partner
individually to custom tailor
programs to meet their
specific business
requirements; generating
leads, appointments or
event attendees.

9. 8
Inbound Lead Generation
Sites & Blogs
Newsletters
Social Media
Mobile
Target
Market
Interested
Prospects
Prospects who
meet your criteria
are delivered!
We promote your content across our publishing network of over 25 million buyers.
Program includes:
 Guaranteed # of Leads
 Filter by Geo, Company Size, Job Function
 Custom Questions Available
 Channel Avenue Integration

10. 9
Outbound Lead Generation
Lead List Creation
We generate a list of
contacts who meet
your criteria
Lead Qualification
We call each contact
on the list and tele-
qualify them based on
BANT criteria
Lead Delivery
We deliver a guaranteed
number of BANT qualified
leads.
Budget
Authority
Need
Timeline
We engage your target market with a multi-channel campaign, tele-qualify, and deliver them to you!
Market to List
We market to your new
contact list through
email and social
campaigns

11. 10
Appointment Setting
Booked Appointments
We deliver a guaranteed
number of BANT qualified
leads.
We engage your target market with a multi-channel campaign, tele-qualify, and book the
appointment for your partner or sales team.
Lead List Creation
We generate a list of
contacts who meet
your criteria
Lead Qualification
We call each contact
on the list and tele-
qualify them based on
BANT criteria
Market to List
We market to your new
contact list through
email and social
campaigns

12. 11
Full- Service Channel Marketing Automation
Available for licensed Channel Avenue customers
Channel Marketing
Automation
Demand
Generation
Partner
Enablement

13. Our Solutions Are Customized to Your Specific
Program Requirements and Can Include:
• Lead Scoring Program Development
• Nurture Program Development
– Campaign Segmentation
– Behavior or Time-based Workflows
• Inbound Lead Acquisition Programs
• List Acquisition
• Email Marketing
• Landing Page Design & Implementation
• Social Media Consulting and Strategic Planning
• Telemarketing Services
Key Benefits
• Maintain consistent and automated dialogue with prospects
• Creation of custom communication based on prospect and customer actions
• Distribute only leads that meet certain criteria via contracted lead
scoring model
• Create sales lead satisfaction
12
Channel Marketing Automation: Overview
Create Sales-Ready Leads
Client Utilization
Program Overview
Bridge Metrics will engage
inbound leads, targeted
lists or your prospects with
customized campaigns.
Based on their behavior,
we continue to nurture
each lead until it is
qualified. By scoring leads
on a tiered basis, we are
able to deliver the hottest
prospects to your partners
and ensure each prospect’s
interest is clearly identified
and solidified.

14. 13
Channel Marketing Automation Program
How to Develop
More Prospects
5%
Only 5% of the leads
that you pass to your
partner sales teams
are qualified.
21
The average prospect
converts to a lead in
21 touches, yet 50%
of sales reps quit
after the first call.
65%
65% of all lead
nurturing programs
fail because they are
not setup & managed
correctly
The Problems

15. 14
Channel Marketing Automation: Equipment
To solve these problem you’ll need the right equipment. They’re standard issue with our program
Strategy Technology Creative Expertise
Situation Analysis
Scoring Rules
Partner On-Boarding
Channel Avenue
CRM Integration
Alerts / Workflows
Reporting & Analysis
Email Templates
Landing Pages
Copy Writing,
Content Collection
Turnkey campaign
execution, List
Procurement,
Status Calls
For Best Results! Combine CMA with
our inbound lead program

16. 15
Channel Marketing Automation Process
Mary interacts with your content
(e.g., downloads a whitepaper)
Mary is assigned to a partner,
and automatically enters a
nurture track. She receives co-
branded and personalized email
messages over time
Mary enjoys the
messages she’s
receiving and continues
to click calls to action.
Mary’s behaviors flip triggers
which place her on different
nurturing tracks specific to her
interests
Mary’s behavior score in
Channel Avenue increases
as she interacts with
content
When Mary’s score reaches
a pre-determined
threshold a “Hot Prospect”
alert is sent to sales.
Other prospects enter
your funnel and are
tracked and nurtured the
same way as Mary.
All prospect data is fully
analyzed and reported on in
real time to allow for in-flight
“tweaks” to your campaign.
Contact
1
Analyze
8
Track
2
Alert
6
Refine
4
Score
5
Offer
3
Build
7

17. 16
Full- Service Partner Enablement Program
Available for licensed Channel Avenue customers
Channel Marketing
Automation
Demand
Generation
Partner
Enablement

18. TOOLKITS can support a broad range
of activities in your organization:
• Lead Generation
• Product or Solution Marketing
• Telemarketing & Call Blitz Programs
• Customer Nurture Programs
• Sales Calls
• Sales & New Hire Training
Key Benefits
• Bundle your marketing assets, including collateral, videos, white papers and
more into easy-to-use, easy-to-access and easy-to-share TOOLKITS.
• All supporting marketing materials are co-branded and personalized
on the fly
• Provide sales teams and channel partners an easy way to share
materials with customers and track when it was viewed
• And do this all from the convenience of your inbox – no logins required!
17
Partner Enablement Overview
The Marketing Tool Your Sales Team and Partners Will Really Use
Client Utilization
Program Overview
Let’s face it…your sales
representatives and
channel partners are tired
of digging through multiple
web sites, portals and file
folders looking for the right
marketing assets to support
their sales initiative. Now,
your fully co-branded and
personalized marketing
materials can be available in
their inbox – ready to go,
on the fly.

19. 18
Partner Enablement: Solution TOOLKITS
With TOOLKITS, marketing assets are co-
branded, personalized and delivered directly
to their inbox. Plus, each TOOLKIT includes a
"Share with Customers" button allowing
the easy distribution of your content to
end-users. Plus, we notify your sales teams
the best time to engage with their prospects!
Personalized and co-branded content
for each person
Easily accessed on-the-go
Know instantly when customers are interested
Multi-purpose enablement
– Product launches
– Sales training
– Event follow-up
– Reseller recruitment
Deliver co-branded and personalized assets to the inbox of your sales teams

20. 19
ZingDocs Real-Time Notifications
Like tagging an animal and releasing it into the wild, ZingDocs will track your marketing assets and let
you know instantly how your customers are interacting with it.

21. 20
Ready-To-Launch (RTL) Campaigns
Allow your partners to create their own email campaigns - right from their inbox
 4 Clicks to create a co-branded and
personalized email campaign.
 Comes complete with an auto-
generated lead capture landing
page.
 Create customizable regions in
each template.
 Real-Time engagement and
utilization stats.

22. 21
Marketing Content Subscriptions
Keep your partners up-to date weekly with your freshest marketing content
 Create a content conveyor belt for
your sales teams
 Deliver relevant content to your
sales teams on a consistent basis
 Each asset is co-branded &
personalized for each sales rep
 Assets are easily shared with
prospects through email,
Facebook, LInkedIn, and Twitter
 Real-Time engagement and
utilization stats

23. 22
Success Pack
Each Bridge Metrics full service program include a “Success Pack” to make sure everything goes off
without a hitch! Here’s what’s included.
Client Service Rep
 Dedicated to Your Success
 Single point of contact
 Weekly Status Calls
Program Setup
 Strategy
 Timelines
 Results
Partner On-Boarding
 One-On-One
 Webinars
 Documentation
Program Launch
 Managed execution
 Participant
Communications
Quality Assurance
 Listens and approve
or rejects to each lead
In-Flight Optimization
 In-Flight Checkpoints
 Message / CTA Optimization
Post Campaign Review
 ROI analysis and final
presentation

24. 23
Reporting & Analytics
Visibility is a Beautiful Thing!
And we don't mean any normal visibility.
Channel Avenue gives deep, clear,
in-context visibility, and in real-time.
Now you can tweak your programs
in-flight to get the most lift possible.

25. Campaign Management
Digital Asset Management
Lead Management
Pipeline Management
Closed Loop Reporting
Channel Avenue Platform
The Foundation for Channel Marketing Success
24
Full-Service Channel Marketing Programs
Demand Generation
Inbound, Tele-Qualified, Appointments
Channel Marketing
Automation
Nurture, Score, Deliver
Partner Enablement
Solution Toolkits, Subscriptions, RTLs
Reporting & Analytics
Real-Time, drill-down
Success Pack
Included in all programs
Dedicated CSR, Setup, On-boarding,
Quality Assurance, Optimization

26. 25
Chris May
chris.may@bridgemetrics.com
Mobile: 650-576-3989